Make Money Mondays With Sean V. Bradley - "The 3 Minute Book"
Sean V. Bradley invented a system for time management, projections, forecasting and accountability for the Internet Sales Coordinators / BDC reps that can also be utilized for Sales Consultants... And it ONLY takes 3 minutes a day. Its called the "3 Minute Book".
Why do we need a goal? The answer to this question touches on the deepest, most basic need in humans: purpose. It is the why, the drive, and the reason for doing what you do. The purpose of having a goal is that it gives you a reason to keep playing the game of life. When you get down to the basics, it gives your life meaning. It is necessary if you want to keep moving forward. If you're not moving forward, you might as well pack it in and accept mediocrity.
You should let your imagination go wild with a Vision Board, and place pictures of all the things you want. You should include pictures of how you want your life to be. Make sure you put the Vision Board in a place where you see it and look at it every day. Feel the feelings of having those things now. As you receive, and feel gratitude for receiving, you can remove pictures and add new ones. This is a wonderful way to introduce children to the law of attraction.
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Some might call it “the power of positive thinking,” or “mental visualization,” but here we are going to call it simply DECISION. To get what you want, create a picture of it in your mind, and make it as real as you possibly can. Focus on the color, feel, weight, size—any detail you can include to make the image more realistic will be beneficial. Create it just like an artist. Keep that mental picture of your creation and keep creating it, keep doing it. You should always be changing and improving the picture, making it even more real. Everyone’s mental images of what they want will be different, and that is why it is so important to give your mental image detail and specificity. Even people who want the same thing will have differing images. A woman wanting to get into shape might create the mental image of herself walking into a dinner party in a form-fitting little black dress. A man with the same goal of getting in shape might picture himself throwing a Frisbee with his buddies on the beach, showing off his toned physique. You have to personalize your mental picture—make it your own. The most important aspect of POSITIVE DECISION is repetition. You can’t just think about what you want once and be done with it. Do it over and over and over again, day in and day out. Picture your goal as often as you can. The more you visualize what you want, the closer you will move to that picture. The more the image is present, the more real it becomes. You literally think it into existence.
Sean V. Bradley's "3 Minute Book" / "Three Minute Book" - The Secret, Road Map & Score Card
Every morning before I start my day I take three minutes to reflect on my "3 minute book". It gives me a chance to look at the thing's I work so hard for and want to achieve in life. I reflect on the thing's I want the most in life which aren't so much riches or fortune yet more along the lines of romance and being a independent successful woman. Ever since I have been manifesting my wants (for about a month) in that time period I have found my romance,(whom is also in the car business and makes me smile like I haven't in years), I have been setting constant goals for myself, and spent a lot more time daily looking into what I really want for and need in life. Putting the law's of attraction into play has made my world a different place. And my 3 minute book just gives me a bit of time before I start my day to add to and manifest more than I could ever have imagined myself doing. Yet, "If you build it they will come." Thanks for everything Sean!!
We have all had the customer who consistently drills us throughout the sales process with "price, prce, price". "if the price isnt right, were not gonna buy it!".
Guys, its never about price. Never has been, and never will be. If the buyer doesnt LOVE it, and more importantly, if it doesnt solve PROBLEMS. They are not going to buy it, no matter what the price.
So we've sorted through all the inventory, overcame every objection and finally landed on the car they haveinterest in.We've done our job right? we have a car deal here, all you have to do is test drive and write em' up, get em' the lowest price and bang, money in your pocket.
No, no, no...
This is where 99.9% of all automotive professionals fail.
The first rule of selling is to ALWAYS agree with the customer. "This price is too high!" ..I agree with you sir, this price is high, follow me. Snap, just like that you now have there attention. Now that you've taken control, you now have to build value in excess of the price.
How is that accomplished? with 3 keys. Feature, Advantage, Benfit
Need an example? Feature: Alloy rims -- Benefit: Light weight, durable -- Benefit: Better gas mileage
If your selling a $30,000 product you have to sell $60,000 worth of features. $100,000 to $200,000 and so on.
I guarantee you if you follow this step every time. You will never be doubting yourself again and asking why they bought for $200 less at the dealer up the street.
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After doing 18 phone trainings with Internet Coordinators, Sales Managers, and Internet Directors in just 2 days, I've found a few routine things that I did when I was in ALL of your shoes before, that can help you starting TODAY:
1. Inbound calls - Ask for more phone numbers! Make sure that if the customer gives you a work/home number, ask the obvious question "Do you also have a cell phone number?" I'm pretty sure 99% of America will have a cell phone...and now you have a number to reach them at work or home...and don't be shy to ask for a 3rd number AND email address too!! This is a very important time of your call, so don't rush yourself to the next step. This will help you confirm your appointments at anytime, leading to a better show ratio.
2. "Please get a pen" - This simple phrase at the end of your call will work...GUARANTEED! Those of you I have spoken to in the last few days have heard me emphasized to tell you customer (when confirming your appointment) to "please get a pen". At this point, give the customer PERFECT directions to your dealership, your name, and direct phone number, and the person you have delegated to handle the customer at the door. Also make the customer "REPEAT your phone number back to you, to assure they have it right". This will confirm that they were in fact writing it down. We now have a much better chance of that customer calling us back if something comes up, or they get lost, etc...
3. RE: APPOINTMENT - Send email confirmations the day before your customer is due to arrive. Hopefully even if your customer didn't get a chance to return your call, they may check their email at night, over their morning coffee, or sometime before they are due to be there that following day. Some people are very email savvy, but it's "hard to talk at work"
Happy Selling and Always Be Closing!!
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